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Getting (More of) What You Want

How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

By: Margaret A. Neale,Thomas Z. Lys

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Getting (More of) What You Want

How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

By: Margaret A. Neale,Thomas Z. Lys

Two top business professors offer up "the best research and advice on negotiation" (Chip Heath) Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table—and how you can claim it.

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Page Count

281

Publisher

Basic Books

Published Date

ISBN 10

0465040632

ISBN 13

9780465040636

Getting (More of) What You Want

How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

By: Margaret A. Neale,Thomas Z. Lys

Write a review Read reviews Take a Quiz Solve Book Puzzle

Getting (More of) What You Want

How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

By: Margaret A. Neale,Thomas Z. Lys

Two top business professors offer up "the best research and advice on negotiation" (Chip Heath) Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table—and how you can claim it.

Average ratings

N/A

5

0%

4

0%

3

0%

2

0%

1

0%

Solve jigsaw puzzle

Age

Page Count

281

Publisher

Basic Books

Published Date

ISBN 10

0465040632

ISBN 13

9780465040636